Negotiation Strategy and Tactics
Negotiation Strategy and Tactics Tutorial
(Marilyn and Len exchange)
HM 595 (Negotiation Skills)
February, 2013
Marilyn and Len exchanges
1. What are the objectives of both parties in the exchange?
The objectives of Marilyn and Len are that they want to obtain the effective accounts available to their teams to maximize profit for their company and staff. Marilyn wanted to share the account with Len. Unfortunately, Len wanted to work on account for his team that are already proven and would generate a high commission.
2. How would you describe the general” tone” of the exchange?
In the scenario A the tones of exchanges seems slightly competitive and challenging.
3. Were Marilyn’s objectives on the way to being effectuated in the first exchange?
No, Marilyn was on a full defensive and trying to countering for Len’s comments but not making any headway because Len did not allow Marilyn to make her points. Len always interrupted and diverted to his way.
4. Were Len’s objectives on the way to being effectuated in the first exchange?
Yes, I think Len was going to his way in the first exchange. He always diverted the conversation to his way. Moreover, he left Marilyn defending herself and everything that she was trying to negotiate which was not going to be effective for her.
5. What do you project the outcome of the first exchange to be?
In the first exchange was almost in Len’s way. I think Len used tactic which could help him going to his way and not allowing Marilyn to show her opinion in the negotiation.